Craft an ambitious first offer that is justified by criteria and bounded by BATNA.
The first number should teach the other side how to think, not just what to reject. Ambition sets the reference point If you go first, anchor near the favorable end of the plausible range. Do not anchor below your target just to feel safe. You can always trade down; it is much harder to pull the conversation back up. Evidence protects trust Tie the anchor to criteria: benchmarks, usage, risk, scope, cost drivers, or outcomes. Evidence does not make the other side agree, but it makes your number discussable. Tradeables keep the door open A package anchor says, 'Here is…
Sign up free — one personalized lesson every day, matched to your role and goals.
Already have an account? Sign in